Firmographic Data

The Target Buying Stage identifies a prospect's position in the buying journey, from initial awareness to the final decision to purchase.

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

Content syndication is the process of republishing your web content on third-party sites to reach a much wider audience.

Google Analytics is a web analytics service that tracks and reports website traffic, offering insights into user behavior and marketing effectiveness.

Inbound leads are potential customers who proactively reach out after finding your business through content, social media, or search.

Objection handling is the process of responding to a prospect's concerns or hesitations about a product or service to move a deal forward.

A sales sequence is a series of automated touchpoints sent to prospects over time to guide them through the sales funnel.

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

Sales Operations, or Sales Ops, streamlines sales processes, manages tools, and analyzes data to help sales teams sell more effectively.

Objection handling in sales is the process of responding to a prospect's concerns about a product or service to move the deal forward.

A sales demo is a presentation where a sales rep shows a prospect how a product or service works and solves their specific problems.

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

Quality Assurance (QA) is the systematic process of ensuring a product or service meets specified quality standards from development to delivery.

Email deliverability is the ability for your emails to successfully land in your recipients' inboxes instead of their spam folders.

Consultative selling is a sales approach where a salesperson acts as an advisor, focusing on understanding and solving a customer's specific needs.

Order management is the end-to-end process of tracking customer orders from placement to fulfillment, ensuring a seamless customer experience.

Cross-Site Scripting (XSS) is a web security vulnerability that allows attackers to inject malicious scripts into trusted websites.

Learn about business to customer, including maximizing B2C sales strategies, B2C vs. B2B: unveiling differences, & core principles of B2C success.

Voice broadcasting is an automated system that delivers a pre-recorded voice message to a large list of phone numbers simultaneously.

Gated content is premium online material, like an ebook or webinar, that users can only access after providing their contact information.

A trusted advisor is an expert who builds a deep client relationship by consistently prioritizing their best interests over any single transaction.

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

A Data Management Platform (DMP) is a software that collects and organizes audience data from various sources for targeted marketing efforts.

Forecasting uses historical data to make informed predictions about future trends, helping businesses anticipate outcomes and plan accordingly.

NoSQL ("Not only SQL") databases offer a flexible alternative to relational models, excelling at managing large and unstructured data sets.

Yield management is a dynamic pricing strategy that adjusts prices based on demand to maximize revenue from a fixed, perishable inventory.

Predictive lead generation uses data and AI to find prospects most likely to buy, helping teams focus their efforts on high-value leads.

Payment processors are companies that handle card transactions, connecting merchants with the banks needed to complete a sale.

Sales prospecting is the process of identifying potential customers, or prospects, and initiating contact to convert them into paying customers.

Cold calling is a sales tactic where reps contact potential customers by phone who haven't previously expressed interest in their product or service.

Learn about B2B contact base, including building an effective B2B contact base, & strategies for expanding your contact base.

Sales pipeline reporting is the process of analyzing sales data to track progress, identify bottlenecks, and forecast future revenue.

Programmatic display campaigns use automation to buy and sell digital ad space in real-time, targeting specific audiences across the web.

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

Account-Based Marketing (ABM) benchmarks are key metrics used to measure the performance and success of your targeted account strategies.

The awareness stage is the first step in the buyer's journey, where a potential customer realizes they have a problem or an opportunity to explore.

Learn about B2B intent data providers, including evaluating intent data quality, leveraging intent data for growth, & B2B intent data: key providers comparison.

A sales playbook is a guide that outlines your sales process, best practices, and tools to help reps sell more efficiently and consistently.

A sales bundle groups multiple products or services into a single offering, often at a discounted price to provide greater value to customers.

An enterprise is a large-scale organization, often a corporation, defined by its complex structure and substantial number of employees.

Sales prospecting software automates the process of finding, contacting, and tracking potential customers to help sales teams build their pipeline.

Sales performance metrics are key data points that measure a sales team's effectiveness in achieving its goals and driving revenue.

Rollback procedures are a set of steps to restore a system to a previous, stable version after a failed update, ensuring minimal disruption.

A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

A Target Account List (TAL) is a focused list of high-value companies that a business specifically aims to convert into customers.

A sales funnel is a model illustrating the customer's journey from initial awareness to the final purchase, narrowing down leads at each stage.

Customer experience (CX) is a customer's total perception of your business, based on every interaction across the entire customer lifecycle.

Hot leads are prospective customers who have shown significant interest and are ready to buy, making them a top priority for sales teams.

Call disposition is the process of labeling the outcome of a call. It helps sales teams track interactions and plan their next steps effectively.

Generic keywords are broad search terms that lack specific details like brand or location. They attract a wide audience with less specific intent.

Sales metrics are quantifiable data points that track and measure a sales team's performance against specific goals and objectives.

Process automation uses technology to execute recurring tasks or processes, replacing manual effort to cut costs and boost efficiency.

Clustering is the technique of grouping similar items. In sales, it means segmenting leads by shared traits to better personalize outreach.

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.

A lead list is a curated database of potential customers (leads) with contact information and other key data for sales and marketing outreach.

AI marketing uses artificial intelligence to analyze data, automate decisions, and deliver personalized customer experiences at scale.

A sales dialer is software that automates outbound calling for sales teams, allowing reps to connect with more prospects in less time.

Net new business is revenue from customers who have never purchased from your company before. It’s a crucial indicator of sustainable growth.

Sales pipeline management is the process of organizing, tracking, and managing potential deals through every stage of your sales funnel.

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

A Champion/Challenger test pits a new 'challenger' against the current best-performing 'champion' to see which one performs better.

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

Touches are the individual interactions you have with a prospect throughout the sales process, from emails and calls to social media messages.

Page views count the total number of times a page on your website is loaded. This metric is a key indicator of your site's overall traffic.

Custom Metadata Types store application configurations as metadata. This makes them easily deployable between different Salesforce environments.

The Challenger Sales model is a methodology where reps teach prospects, tailor their pitch, and take control of the sales conversation.

A go-to-market (GTM) strategy is an action plan that outlines how a company will reach target customers and achieve a competitive advantage.

Database management is the process of organizing, storing, and maintaining data in a database to ensure its accuracy, security, and availability.

A Salesforce Administrator is a certified professional who manages and customizes the Salesforce platform to meet a company's specific business needs.

An AI sales script generator is a tool that uses artificial intelligence to create personalized sales scripts for any outreach scenario.

Economic Order Quantity (EOQ) is the ideal order quantity a company should purchase to minimize its total inventory-related costs.

Call analytics is the practice of analyzing phone call data to extract insights, track key metrics, and improve overall business performance.

Customer retention refers to the strategies and activities a company uses to prevent customer churn and encourage them to continue buying.

An HTTP request is a message sent by a client, like a web browser, to a server to ask for a resource, such as a web page or an image.

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

An objection is an explicit expression by a prospect that presents a barrier to moving forward in the sales process.

Video email involves embedding a short video directly into an email. This lets recipients watch your message without leaving their inbox.

Cost Per Impression (CPI) is the price an advertiser pays for each time their ad is displayed to a user, irrespective of clicks.

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

A User Interface (UI) is the point where humans and computers interact. It encompasses all visual elements like screens, icons, and buttons.

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

Account-Based Marketing (ABM) is a focused B2B strategy where marketing and sales collaborate to target and convert high-value accounts.

Contact discovery is the process of finding accurate contact details for potential leads, including names, emails, phone numbers, and job titles.

Technographics is data that outlines a company’s technology stack, helping B2B teams identify prospects based on the software and hardware they use.

An email cadence is a scheduled sequence of emails sent to prospects over a specific period to nurture leads and drive engagement.

AI in sales uses smart technology to automate repetitive tasks, analyze customer data, and help sales reps close deals more efficiently.

Customer engagement is the ongoing, value-driven relationship a business builds with its customers to foster brand loyalty and awareness.

Marketing automation uses software to automate repetitive marketing tasks, such as email marketing, social media posting, and ad campaigns.

Content Rights Management involves controlling the use and distribution of copyrighted digital media to protect intellectual property.

Reverse logistics is the process for goods moving from the customer back to the seller, covering returns, repairs, recycling, and disposal.

Account management is the post-sales practice of building and nurturing long-term relationships with a company's most valuable clients.

A Search Engine Results Page (SERP) is the page displayed by a search engine after a user enters a query, listing results ranked by relevance.

Drupal is a free, open-source content management system (CMS) for building websites and applications. It's known for its robust flexibility.

Solution selling is a sales approach focused on understanding a customer's pain points to offer a comprehensive solution, not just a product.

ClickFunnels is a popular online tool that lets entrepreneurs easily build sales funnels to guide potential customers through the buying process.